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headquartered just outside of
Montreal, and they were look -
ing to expand and grow, which
is exactly what we want to
continue to do as well. We get
requests constantly from our
customers to have a more sig -
nificant presence in the Mon -
volume 21, number 10
october 2018
n
$7.00
Commer C ial
& Sy S & Sy tem S
i ntegrator S
n
ABCO Security announces rebrand
strategy
page 12
n
ADT acquires another commercial
integrator
page 12
m onitoring
n
EMERgency24 celebrates 50-year
anniversary
page 16
n
DICE announces new VP of sales,
new BDM
page 16
r e S idential
Sy S
Sy tem S
n
ADS purchases two, its fifth and
sixth of the year
page 20
n
Alarm Detection Systems celebrates
50 years
page 22
Supplier S
n
DTT acquires EZUniverse, including its
360iQ platform
page 23
n
ACRE, AlertEnterprise announce
alliance.
page 23
n
SnapAV expands security offerings,
staff
page 24
great C all see page 19
Best Buy to purchase PERS
maker GreatCall for $800m
Convergint acquires,
expands in Canada
By Paul Ragusa
S C H A U M B U R G , I l l . — C o n -
vergint Technologies, a global
systems integration compa -
ny based here, in September
announced the acquisition of
Altel, a commercial integra -
tor with 28 years experience
By Spencer Ives
SAN DIEGO—Chicago-based PE
firm GTCR recently announced
that it has signed a definitive agree -
ment to sell GreatCall to Best Buy
for cash consideration of $800 mil -
lion.
GreatCall provides connected
health and personal emergency
response services devices to more
than 900,000 subscribers across the
United States. The company will
maintain its headquarters here, as
well as its Care Centers in Carlsbad,
Calif., and Reno, Nev.
"It was a truly strategic deal for
both the company and the buyer—
both GreatCall and Best Buy," Dave
Donnini, managing director for
GTCR, told Security Systems News.
By Chris Peterson
I
F THERE is one thing all
s a l e s p e o p l e c a n a g re e
upon, it's that most compa -
nies have a poor CRM process.
Fortunately, most of these
challenges can be corrected
by the sales
m a n a g -
ers, so I've
decided to
o f f e r t h e
s i x b e s t
p r a c t i c e s
t h a t I ' v e
s e e n h e l p
companies
fully utilize a CRM system.
1. Don't expect a CRM
system to solve your sales
problems. Many sales man -
agers dream of the day their
company decides to purchase
a C R M s y s t e m . Wi t h t h e
vision of their sales people
never missing a task, having
one location to find all the
information they need, and
reporting that is pushed to
them exactly when they need
them, sales managers often
"Since the launch of GreatCall,
we've focused on providing the very
best technology and services to the
aging population, giving them and
their families the peace of mind
that comes with the right technol -
ogy and support to help keep them
safe and improve their lives," David
Inns, CEO of GreatCall, said in the
announcement. Inns has been with
GreatCall since its formation in
2006 and will remain as CEO.
Inns continued, "We are excited
By Spencer Ives
NASHVILLE, Tenn.—ADS
Security on Sept. 12 bought
Mid America Security Sys -
tems, based in Louisville, Ky.,
to partner with Best Buy to serve
the active aging population on a
bigger scale. GreatCall is already a
growing, profitable business with
annual revenue in excess of $300
million. By joining forces, we can
do even more for this popula -
tion, combining our products,
services and expertise with Best
Buy's customer focus and scale to
meaningfully expand our reach."
The transaction is expected to
Six CRM
strategies
for sales
managers
stats ....................................... 2
H o W I use m Y s Y stem .......... 3
spec IFI
call
Y call spea KI ng ...... 6
ADS adds
branch in
Kentucky
Chris Peterson
"It was a truly strategic deal for both the
company and the buyer—both
GreatCall and Best Buy."
— d ave d onnini, gtcr
treal area, and this deal
does that for us."
L o c h i a t t o p o i n t e d
out that Altel expands
C o n v e r g i n t 's p r e s -
ence in the province
of Quebec, and it also
brings additional cov -
erage with offices in
Toronto and Calgary.
Founded in 1989 by Ricky
Dumas, Jacques Leclair, and
Yves Paquin, Altel has since
built a strong, diversified cus -
tomer base across the govern -
ment, pharmaceutical, finan -
cial, and educational markets.
"Joining Convergint presents
& Sy S
Sy S
C rm see page 13
C on V ergint see page 12
STATS
Global home security
market growing
See page 2
produc TS
See what's new in video
analytics
See page 25
developing electronic
security solutions for
customers across many
vertical markets.
Ken Lochiatto, CEO
of Convergint Tech -
nologies told Security
Systems News that he is
excited to bring all 54
employees from Altel
into the Convergint family, and
to expand the company's pres -
ence in Canada.
"Altel is a company that has
an incredibly deep service back -
ground, and is really deep from
a technical standpoint, espe -
cially with Software House,"
L o c h i a t t o s a i d . " T h e y a re
expect a CRM system to solve
all their problems.
That's the dream. Reality
shows up six months after
implementation as an unor -
ganized database, unhappy
sales force, and lower sales
numbers. The benefits of a
CRM system are many, but
you've got to earn them.
Expect slow adoption, push -
back, and the need to hold the
team accountable through the
first 12 months.
A CRM system won't solve
your sales problems, but it
can be a tool to help you solve
the problems.
and will be maintaining that
location as its second in the
state and 25th overall.
"Our other office in Ken -
tucky is in Paducah, and
we're also in Clarksville,
which is in Tennessee, right
on the Kentucky border. So,
www.securitysystemsnews.com
ad S see page 12
call Y
ed I tor I al ............................... 8
FI ve quest I ons ................... 27
databan K ............................. 27
Ken Lochiatto
Introducing the XTLtouch™ —
Your Enhanced All-In-One Solution
You want quick installations, but never at the expense of real
security. DMP's new XTLtouch delivers both in a single solution,
designed into an elegant, 5-inch touchscreen keypad. Place it in the
best location with the option of wireless keypads and wireless sirens
anywhere to fit your needs.
Visit DMP.com/XTLtouch for details about these and other features:
‣ 99 Zones of 900 MHz
Two-Way Wireless
‣ LTE Cellular and Wi-Fi
Communication
‣ Entry Check-In Protection
‣ Up to Seven Wireless Keypads
‣ Six Areas or Home/Sleep/
Away Arming
‣ Up to Eight Wireless Sirens
‣ Up to 140 Z-Wave Plus™
Devices
‣ Easy Table-Top, Wall-Mount,
or In-Wall Installation Option
‣ Z-Wave Plus™ On-Board
‣ Remote Control via
Virtual Keypad App or
VirtualKeypad.com
‣ Up to 20 Customizable
Actions
We make your company more valuable.
877-725-1114 • DMP.com
Keep updated on our new products and features:
@DMPAlarms
The benefit of an all-in-one solution
without sacrificing security.
Introducing the XTLtouch™ —
Your Enhanced All-In-One Solution
You want quick installations, but never at the expense of real
security. DMP's new XTLtouch delivers both in a single solution,
designed into an elegant, 5-inch touchscreen keypad. Place it in the
best location with the option of wireless keypads and wireless sirens
anywhere to fit your needs.
Visit DMP.com/XTLtouch for details about these and other features:
‣ 99 Zones of 900 MHz
Two-Way Wireless
‣ LTE Cellular and Wi-Fi
Communication
‣ Entry Check-In Protection
‣ Up to Seven Wireless Keypads
‣ Six Areas or Home/Sleep/
Away Arming
‣ Up to Eight Wireless Sirens
‣ Up to 140 Z-Wave Plus™
Devices
‣ Easy Table-Top, Wall-Mount,
or In-Wall Installation Option
‣ Z-Wave Plus™ On-Board
‣ Remote Control via
Virtual Keypad App or
VirtualKeypad.com
‣ Up to 20 Customizable
Actions
We make your company more valuable.
877-725-1114 • DMP.com
Keep updated on our new products and features:
@DMPAlarms
The benefit of an all-in-one solution
without sacrificing security.